>> Narrator: Live from Las Vegas it's The Cube, covering AWS Reinvent 2017 presented by AWS, Intel and our ecosystem of partners. >> John: And we are live here at Las Vegas, at the Sands Expo wrapping up our coverage here. Reinvent three days strong, inter-going with AWS and a number of great partners within their ecosystem. One of those is Fortinet and we're now joined by Matt Play who is the VP of Cloud Carrier and service providers there at Fortinet, thanks for joining us here Matt, good to see you, sir. >> Matt: It's a pleasure to be here. Thank you. >> John: Yeah, tell us a little bit about, you know, first of all, what you do as far as the company's concerned and about your relationship with AWS and I know you're exhibiting just over our shoulder here so, its a big week for you and for them. >> Matt: I mean the energy here is unlike any other event I've been to, it's fantastic, you can't even describe what this feels like, you have to really be here to really appreciate it so it's just been, it's my first show, being here and it's just absolutely great to see, you know, all the companies collaborating, people getting together and working together. So from the show perspective, I mean it's just fantastic. So we're just happy to be a part of it and Fortinet is doing a lot of great things with AWS. I think our synergies are really well aligned, we have a lot of commonality in our DNA and our culture in history. So, you know, we love to, we're innovators. We love technology and we really hang our hat on that. So as a security ISV you can the products, that's always important right, the products that are involved in it but it's really about the theory or philosophy behind it that we really look towards to accelerate our partnership. >> John: Yeah. I mean, I don't know how much booth time you spend but I'm just always curious at shows. What's the chatter about? You know, when people come up what are they most interested about? You know, what's been like in your mind an overall theme or that recurring theme that you're hearing a lot from potential customers here? >> It's really diverse so it's not just one talk track. It's really a number of different points or elements or what's important. You look around you see IOT, you see dev-ops, you see a number of different things that are kind of bubbling up and you saw all the announcements from AWS and Bare-Metal so that's gonna change things quite a bit. So it was really surprising to see, you know some of our announcements this week were really important. >> John: You've had a big week. >> Matt: We had a great week. >> John: Yeah. >> Matt: We had some really special things that we'd been working on that got announced this week. You know FortiSandboxes and On Demand now in AWS. So we're the only sandbox available in AWS. I think that's very compelling and that's a pretty useful thing. The WAF rules that was a launch yesterday that happened and we're part of the role set so you can take some of the role sets it goes out to our fort of guard enforces it. And then finally they became fabric partner. So fabric really is for us an ecosystem of products. But not only our products it's really about working with other collaboration partners but sometimes competitors and that's okay with us because we believe that's really the only way security's gonna be effective. >> Justin: We were talking before and you were explaining some of the portfolio approach that Fortinet takes to security. We've always been talking about defense in depth as being a thing that you should do with security and really there is no one magic silver bullet that you can use. You have to have different tools for different use cases. And you've got lots of different products that all work well together but they also work well with other products. Which is quite interesting, that fabric concept. Could you maybe give us a bit more color on what the fabric is and some of the portfolio products that plug in? >> Absolutely. So to your first point, we have eight products in AWS and available. It's really about creating a security stack of enforcement because one product necessarily won't do the entire job you need it to do. So we have complementary products, we have, you know, bespoke products, or pointed products. So we have, like I was saying, eight. That's the most out of any other security ISV in the marketplace today. So I think that's a huge competitive advantage. And really what's important is that you really need to see, have a single pane of glass console to look to look at your environments. >> Yeah. >> Statistics say around 65% of organizations or enterprises will have a hybrid environment. So kinda the legacy bespoke, or the legacy traditional networks, and then they're gonna have obviously AWS in instances and it's really important for security that correlation and automation to see across your entire network and footprint that you have. Really all the products to us are all the same whether you deploy them on-premise, off-premise, in the cloud, private cloud, public cloud, really doesn't matter to us. It's all the same sort of look and feel for our products. >> Yeah, I am hearing from all the security people both vendor and on the customer side that I speak to that there is a real collaboration going on in security right now. And we were talking just before we went to air that the security has just blown up in the last sort of four or five years. What used to be a bit of an afterthought is now front of mind for a lot of customers. So they're using some of the products like Fortinet to be able to say "well I want to solve this and this is something I need to do today but I also need it to work with other things that I'm doing". So it's interesting that Fortinet's chosen to take that partnering approach particularly something like your relationship with AWS with web application firewalls that you're doing. That's a real partnership approach where you're saying "we do something quite well but Amazon can use this to give us access to more and more customers". Is that part of Fortinet's core way of doing things? Has that always been the case? >> Yeah, I think, you know the history and sort of DNA of Fortinet it was kinda founded on let's do it ourselves. Let's build it because we believe we can build it the best. And so kinda through the generation of that like you said, you know, security is one of the things that it was sort of geeky and kinda cool sorta specific like people didn't really understand security all that well but now it's headline news and changes market cap literally overnight. Right, we see that a lot in the news and unfortunately some nasty things happen to peoples' information. So if you look at that our CFO talked about digital trust a number of years ago. And really, you want to do business with companies you trust and that's so important. So when you give your credit card information, your social security number, that's important, right. You want somebody to take caution when jotting down that information, right. So, for us, we saw it as a competitive advantage because how it really started for us before the fabric was threat information sharing. So we have an initiative where we work with others in the marketplace who are security vendors to share threat data and to make that more useful for companies because really that's what's gonna win. And sharing and looking at the portfolio it really goes back Fortiguard platform. Everything kind of points back to that as far as the threat vectors, right. >> You mention that there'd been problems, obviously, there's a headline a week, right. And that's kind of the point of the question I want to get at here with you. In a way, from a consumer standpoint, we're almost desensitized a little bit because oh god another one, right. Another breach, another problem so what kind of mind set are you fighting in terms of you can have 1000 wins but one loss or a million wins but one loss it's another headline it's another problem and it's another barrier for you. I mean, how do you look at that from a philosophical approach as a company and a mind set approach as a company? >> That's a great question, right. So there is kind of this, I think in the industry, there's this consensus that it's not a question of if it's a question of when. And so, that's a little hard to stomach, right. >> John: Cause you wanna win them all. >> You're saying, hey look, right you wanna win 100% of the time and that's just the reality of life, right. Yeah, of course, right. So, of course we look at it as a layered approach. So if you, I'll use a very simple analogy but I think it's sort of effective. If you lock your front door, if you lock your windows, if you put on your alarm system, you have cameras, and then ideally you live in a gated neighborhood. They're just layers to ensure that if someone comes by to look at your environment, and they go "man that's too hard, it's just too much work. There's cameras there, I can tell they have a dog, it's way too complicated I'm getting into that". And that's what security really should be. Security should be a multi layer approach that uses complementary products that coordinate and orchestrate together and automate and those are really important things when it comes to security and keeping the bad guys out. So you sort of want to have this security posture that's just so many layers of defense that it's very hard to penetrate. >> So when's someone's thinking about what they've currently got in there like looking at their threat model that they might have and what their risk would be at the moment. How would you help customers to evaluate well, what should I do next? We were talking with someone else on the cube earlier today about well okay, you need to do the basics first. You need to brush your teeth. How do you help customers identify what is the 'locking your front door'? What is the 'I need to buy a dog'? What is the 'I need to make sure I've got all my windows locked'? >> Matt: Right. >> So how do you help customers figure that out? >> That's a great question. Always when we talk with customers we evaluate their environment, very bespoke and sort of custom-tailored. That's very important to understand exactly what you're trying to solve. However, just like your credit score, we believe that there should be a security competency score. So it's sort of an in depth evaluation of your network, the holistic security posture, how that looks, and so we're now offering that in our new platform. To come in and offer sort of a security threat score, if you will, to say how effective we think you are. So I think that helps. >> Justin: It's like a maturity model. >> What's that? >> It's like a maturity model. >> Matt: Yep, exactly so I think that's gonna help a lot of people make sense out of it. And there's different parameters and how we report that back to our customers that sort of makes sense and then we say, "well we believe these products should be the products that you choose and this is the kind of security posture you have". And, you know the reality is, if you're connected to the internet you have to get out and things have to get it. >> [One Of The Hosts] Yeah. >> So you just have to have that layered approach. >> John: It used to be like it was a cost decision way back. Now reputation's on the line, you said market cap as you pointed out. I mean, the risks and the exposure and the damage is exponentially worse today than it was just three, four years ago, right. >> I think it even seems different from like six months ago. You know, it's really insane to think that companies could disappear based upon what happens with that information. We don't want to be the ambulance chaser, that's not our philosophy but it's about being protected and it's about being you know. I think with with security, retrospectively going back, is not all that useful. With security, it's better to kinda take the work and do it up front and we believe that that's what's really changing in the market that pivot to when you design a network security is arm and arm with networking or you know in this case, in AWS' case, how you move workloads elastically to the cloud. I mean those are all considerations now and I think you see that in the marketplace and in AWS' launch, like we said in the WAF rules. I think that's one step closer to marrying security with the function of what you're trying to do in the cloud. >> Justin: Yeah, and it needs to evolve over time as well. So again, you start with the basics, and even as your business changes you might be in completely on-site today but if you go to cloud, well now I need to do cloud-based security things. You have to start thinking about it in a different way. So hopefully customers are looking at things and looking at the portfolio approach and saying "okay, today I might need one product but tomorrow, well, I'm gonna need something else, I'm gonna need two or three or four". And as you say, if I've got something that plays well with others, then I can make a decision yesterday that well, actually I can still use this. I don't suddenly have to throw everything I did a year ago, throw it all away and start again from scratch. >> Matt: Sure, absolutely and that's the fun of what we do. Working in technology, it moves so fast. That's why we all do it I think. Because it's, to be close to it and to be a part of it I mean, that's why I get up everyday it's the coolest thing we get to do. And so because of that, you're right. We don't even know what's gonna happen in 2019. I mean think about the change in just one year's time. The velocity, and what we're seeing that AWS is accomplishing in short periods of time you really need to move quickly. And that's our commitment absolutely as a security company. >> John: And fortunately, you're busy. Right, and fortunately you're busy but because the risks are greater the threats are bigger so all the more reason for the success that you've had obviously and the continued success. We wish you that and thank you for being here on The Cube. We appreciate it. >> Matt: Thanks for having me. >> John: Yeah, always good to see you. That wraps up our coverage here on the cube for my colleague, Mr. Warren, and all of us behind the scenes. Thank you for joining us here, live from AWS Reinvent in Las Vegas. (light music)